Training a sales force is a lot like training a dog. When you want to promote a certain kind of behavior, you incentivize it. When you want to discourage a kind of behavior, you punish those who perpetrate it. Of course, like most things, training a sales force is easier said than done. If you find that your workers are not delivering the results that you are looking for, then you are going to want to read through this article with a great amount of care. With any luck, it is going to teach you how to motivate your workers for success. The first thing that you are going to have to do, here, is make the stakes known. If you truly expect your workers to work their hardest, then you are going to have to be entirely up front when it comes to a variety of things. Your payment structure is going to have to be set in stone, and you are going to have to make all of that information known from the very get go. While you may not want your workers to become too obsessed with money, that is going to happen if you do not give them all of the information that they need about their payment structure. If your workers are working for a commission, then you are going to have to make doubly certain that they understand the terms of their commissions, how they get them, and the like. The essential moral of the story, here, is that you have to be proactive and forthcoming when it comes to issues of money. Moving on, here, you are going to want to develop some kind of protocol for exemplifying good work. Maybe you can hang an employee of the month photo in your break room? Maybe you can have a spotlight section in your weekly newsletter? Maybe you can simply pull that person aside and treat them to a nice lunch at a restaurant. Whatever you decide, you should have some way of congratulating your best workers for their hard work. Having worked for a company that adopted this kind of system for the most part, I can tell you personally that it works out rather well at the end of the day

See the article here:
Tips For Motivating A Sales Force